Creating Territory Trees

This chapter provides an overview of territory trees and discusses how to:

Create territory trees.
Run the sales access update process.

Understanding Territory Trees

A territory tree is a model of your sales structure. The structure of your territory tree depends on how you structure your sales activities. A company may segment its sales activities by product lines, geographic regions, customer accounts, industries, partners, or other criteria. A territory in a territory tree represents a segment of your sales activities. Many companies segment their sales geographically. For example, a company might divide a state into a northern region and a southern region, and define a territory for each region. However, a territory does not have to represent a geographic region. If you structure sales activities by industry, you could have three territories in your tree representing the manufacturing, insurance and transportation industries. If you have licensed PeopleSoft Strategic Account Planning, you can have territories represent different company accounts.

Territory trees are hierarchical and can contain multiple levels. The diagram below is an example of a territory tree for an European sales organization:

Territory tree for an European sales organization

PeopleSoft Sales utilizes territory trees to:

Assign leads and opportunities to sales representatives.
Determine an user's ability to view leads, opportunities, and forecasts.
Roll up sales forecasts.

Before the system can use a territory tree to assign leads and opportunities to sales representatives, you must assign at least one sales representative to each territory. You can assign multiple sales representatives to a territory, and then have the system choose a representative for each lead or opportunity.

In addition, you must define specific values for assignment criteria on each territory. For example, if you want the system to assign leads and opportunities to the France territory based on the geographic region, you must specify Region as a Criteria Code and France as the Criteria Value.

See Understanding Assignment Groups.

In order to provide a manager with visibility to sales data for a particular territory, you must associate the manager with the territory. When you associate a manager with a territory, the manager can view leads, opportunities, and forecasts for that territory and the subterritories below that territory. In the example above, if a manager is associated with the Western Europe territory, then the manager can view sales data for Western Europe and the territories below Western Europe—Great Britain and France.

Note. A sales user (such as a manager) must have the proper sales access profile to view other users' data.

Note. Before you can create criteria to define a tree, you must set up setIDs and business units and map them to the PeopleSoft Sales RSF06 tableset record.

Creating Territory Trees

To create territory trees, use the Create Territory Tree component (RSF_TR_NEW_TREE).

To manage territory trees, use the Manage Territories component (RSF_TR_MANAGER).

This section discusses how to:

Create trees.
Define trees.
Create or edit territories.

Pages Used to Create Territory Trees

Page Name	Object Name	Navigation	Usage
Create Territory Tree	RSF_TR_NEW_TREE	Set Up CRM, Product Related, Sales, Territory, Create Territory Tree	Create territory trees.
Tree Manager (PeopleTools)	PSTREEMGR	From the Create Territory Tree page, click the Create Territory Tree button. Sales, Manage Territories	Define the hierarchical structure of territory trees.
Territory Definitions	RSF_TERRITORY	Click the Edit Data button on the Tree Manager page.	Define and update territories.

Creating Trees

Access the Create Territory Tree page.

STEP 1: Enter Tree Details

Enter a tree name, description, and root node (the topmost territory level of the tree).

Tree names and effective dates are vital to creating multiple trees. You can create two trees with the same name and the same root node; but only if they have different effective dates. You can also have two trees with different names but with the same root node.

For example, you may create one tree with the name of your organization and another tree with the name of a subsidiary of your company. The root node for both trees might be World, since that is the broadest possible territory that each covers. However, if a tree with the same name and same root node already exists with that effective date, the system displays an error message.

STEP 2: Allow Assignment Usage

Sales Assignment Group	Select this check box to enable the system to use the territory tree to assign sales representatives.
Customer Account Assignment	Select this check box to enable the system to use the territory tree to assign account team members.

STEP 3: Create And Edit Tree

Effective Date

Enter the date when the tree becomes effective. You can have several trees of the same name but with different effective dates.

If you set an effective date in the future, run the Update Sales Access process on or after that date to change territory visibility settings.

STEP 4: Create Territory Tree

Create Territory Tree

Click to access the (PeopleTools) Tree Manager page to create nodes to add territories to the tree.

In PeopleSoft Sales, when you create a node in Tree Manager and click the pencil point button to edit the node, the system takes you to the Territory Definitions page.

Defining Trees

Access the (PeopleTools) Tree Manager page.

Use the PeopleTools Tree Manager page to add nodes and define territories.

Note. After you make changes to a tree, you should run the Sales Access Update process to apply the changes. The Sales Access Update process updates the access that sales users have in a territory tree and the structure for rolling up forecasts. However, it does not reassign leads or opportunities; use the reorganization or reassignment features of PeopleSoft Sales for that.

Creating or Editing Territories

To create or edit territories, use the Territory (RSF_TERRITORY) component.

Access the Territory Definitions page.

Specify assignment criteria to define which leads or opportunities can be assigned to the territory.

Business Unit, Assignment Group and Market	The system displays the business unit, assignment group, and market defined in the User Preferences component for the sales user who created the territory. If the system does not find an assignment group and market for the user, it displays the assignment group and market that are associated with the business unit on the Sales Business Unit Definition page.
Criteria Code	Select the assignment group's criteria (set on the Criteria page) to define which values should be assigned to this territory. For example, if the assignment group criteria includes Customer, Product ID, and Lead Source, you may specify that only Customer and Lead Source from the lead or opportunity should be used to match to this territory.
Criteria Value	Enter values to use for the specified criteria. For example, if you select the criteria code of Customer, you may specify that all leads from the customers Johnson Brothers, Inc., ABC Corporation, and Acme Imports should be assigned to this territory. If the criteria value permits a range, the From Criteria Value and To Criteria Value fields appear.
From Criteria Value and To Criteria Value	Specify the beginning and end of the range of values to accept for the criteria value. For example, suppose that you select a criteria code of Product ID, you might specify a criteria value of 0001, but you also want to accept products with IDs between 0001 and 0099. In this case, enter a from criteria value of 0001 and a to criteria value of 0099.
Sales User Name	Select a sales user to assign to the territory.
Sales Rep (sales representative)	Select to have the system consider the sales user for assignment to a lead or opportunity if you have the system automatically assign sales representatives. When a sales user is added to the territory team, the system automatically selects Sales Rep. If you don't want the system to assign leads and opportunities to the sales user, clear this check box. Note. If you add sales managers or sales administrators to a territory tree to give them visibility to sales representatives' leads and opportunities in the tree, you typically do not select the Sales Rep check box. To give an user visibility of other's leads and opportunities, you must assign the data distribution rules View Leads as Manager and View Opportunities as Manager to the user. You can set up data distribution rules on the Dataset Rules and Dataset Roles pages in the Enterprise Components menu. See Enterprise Components for CRM PeopleBook
Primary	Select to identify a sales user as the primary sales representative for the territory. You can have only one primary for each territory. The system relies on this check box when the assignment method is set to assign items only to the primary representative. Note. There are two concepts of primary in PeopleSoft Sales. One is the primary representative for the lead or opportunity team. The other, used here, is the primary representative for the territory team.
Assigned TimeStamp	When you click Apply to apply the territory to the tree, the system displays the date and time: With the Sales Rep check box selected for a sales user, the system displays the generic time of 01/01/1900 with the time of 12:00:00 AM. This indicates that the sales user has been successfully added to the territory but has not been assigned a lead or opportunity. When the sales representative is assigned a lead or opportunity, the system updates the date and time with the date and time when the assignment takes place using the round robin, time assignment method. With the Sales Rep check box not checked for a sales user, the system displays no date or time. This should be the case for sales users who are administrators, managers, executives, or similar positions that are not eligible for lead or opportunity assignments but who require visibility to sales data.

Temporary Assignment

If the primary sales user is temporarily unavailable due to vacation or some other reason, you can assign another sales user for a specific time period. For the sales user who is unavailable, enter the following information:

Date From

Enter the beginning date for the temporary assignment.

Date To

Enter the ending date for the temporary assignment.

Assigned To

Select the sales user who is temporarily assigned to the territory during the time period.

Running the Sales Access Update Process

To run the Sales Access Update process, use the Sales Access Update component (RSF_ACCESS_RUN).

When you make changes that impact a tree, territory nodes, or a sales user's visibility of a tree, you must apply the changes and update security by running the Sales Access Update process.

This section discusses how to run the Sales Access Update process.

Page Used to Run the Sales Access Update Process

Page Name	Object Name	Navigation	Usage
Sales Access Update	RSF_ACCESS_RUN	Set Up CRM, Product Related, Sales, Security and Personalization, Sales Access Update	Run the sales access update process to apply changes to a tree.

Run the Sales Access Update Process

Access the Sales Access Update page. Select the tree that you want to update.